Job details

Regional Vice President, Federal Accounts

Through the power of trillions of dollars in business spend, Coupa’s mission is to unlock our customers' full potential to do well and do good, anchored in our shared belief that we are smarter together. Our customers, suppliers, and employees- our Coupanians- come together to co-create ideas and innovations that impact the power of spend.

Responsibilities:

Exceed annual sales targets
Develop an Enterprise Account Plan for each strategic account, then drive the execution of that plan to success
Prospecting, building pipeline and selling Coupa cloud-based spend management solutions to strategic Coupa clients
Engage with C-level prospects to position Coupa’s strategic value proposition and quarterback the deal to closure
Adopt the concept of Business Value Selling within the context of the Challenger Sale model
Provide pro-active, trusted thought leadership to target accounts
Co-sell with Resellers and Alliance Partners as needed (Resellers and Partners are acquired and managed by the Coupa Alliances team out of Coupa headquarters in San Mateo, CA, and in locations around the globe)
Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that Coupa will deliver and the investments the client will need to make
Create and execute Field Sales Campaigns to create demand
Develop and deliver world-class Executive Sales proposals to C-level prospects
Implement our Coupa Sales Best Practices
Forecasting accurately (benchmark +/- 10%)
Maintain the system of record in Salesforce.com
Develop and deliver world class Executive Sales proposals to C-level prospects
Engage with C-level prospects to position Coupa’s strategic value proposition and drive deals to closure
Adopt the concept of Business Value Selling within the context of the Challenger Sale model (http://www.executiveboard.com/exbd-resources/content/challenger/index.html)
Align overall value messaging targeted towards the chief economic buyer in target accounts
Build out an account penetration model that encourages multi-angle access into key accounts

Requirements:

Strong and demonstrable experience of selling complex cloud/SaaS software
The eligible candidate should be able to demonstrate a successful career with extensive direct sales and business development experience in the Region, and should be able to provide direct references in the Region who can attest to the acclaimed experience
Consistent track record of achieving / exceeding sales quota (on premiseand SaaS)
Strong executive presence – very comfortable with C-level executives, especially CFOs, CPO’s, and CIO’s
Expertise in managing multi-stakeholder sales cycles and closing large deals
Ability to prospect within greenfield accounts
Organized and specific experience with enterprise account planning
Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on “features & functions”
Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
Equally successful at engaging with all levels in an organization (bottom up & top down)
Assertive, Passionate, Consultative, loves to compete and win
Great at building relationships and working within a team-selling environment
Excellent oral and written communication skills
Experience with selling SaaS solutions
Spend management domain expertise desired
Must be able to work in a fast paced and passionate environment
Bachelor Degree or equivalent experience required

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At Coupa, we’re building a great company that is laser-focused on three core values: ensuring customer success with an obsessive and unwavering commitment to making customers successful, focusing on results with a relentless focus on delivering results through innovation and having a bias for action, and striving for excellence with our commitment to a collaborative environment infused with professionalism, integrity, passion, and accountability.

At Coupa, we have a solid and innovative team dedicated to improving the spend management processes of today's dynamic businesses. We celebrate diversity and recognize its value to our customers and employees. Coupa is proud to be an equal-opportunity workplace and affirmative-action employer. Learn more about our commitment to fostering diversity, equity and inclusion at Coupa here. All qualified applicants will receive consideration for employment regardless of age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law.

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